Strategic Enterprise AE – West Coast Cybersecurity

RiseMe; United States; On-site; USD 176,000 - 242,000; Full time

Benefits offered by this job

RSUs

ESPP

Flexible time off

Holidays and sick leave

Parental leave

401(k) with company match

Health insurance

Dental & Vision coverage

Home office allowance

Wellness reimbursement

Fertility coverage

Adoption reimbursement

Job summary

SentinelOne is seeking a Principal Account Executive, Commercial to own the largest strategic accounts in the cybersecurity sector. You will lead from the front, closing $100K+ ACV deals and managing a defined territory with enterprise-grade prospects. The role emphasizes building cross-functional teams, crafting territory plans, and developing partner networks to accelerate pipeline and revenue growth.

You will operate with C-level buyers and drive net-new logos. This U.S.

Qualifications

• 5 to 7 years of successful sales performance in cybersecurity or a related field with a track record of meeting/exceeding quota.
• Proven prospecting and hunting ability, building a commercial territory of large accounts.
• Consistent closure of $100K+ ACV deals and experience with complex sales cycles.
• Strong command of the SentinelOne platform and product suite; able to teach it clearly.
• Deep channel experience and established relationships with partners.
• Mastery of MEDDPICC or equivalent qualification methodology.
• Proven ability to convert intent into results with proactive, well-prepared engagement.
• Open to feedback, able to act quickly and adjust without prompting.
• Professional, collaborative, and honest with peers; strong Salesforce/Clari/LinkedIn tools usage.

Responsibilities

• Own full sales cycles across a geographically defined territory, from prospecting to closing.
• Build and execute a territory plan that evolves through the year, focusing on net-new logos and expansion.
• Lead the extended account team by coordinating Sales Engineering, Channel, Customer Success, and leadership.
• Engage directly with senior executives at prospects and customers.
• Develop and leverage partner relationships to build pipeline and shorten cycles.
• Forecast within 5% of initial call with a clear weekly commit and quarterly/monthly deals.
• Create and present your own decks and pricing to prospects and at events.
• Coach peers while maintaining individual contributor responsibilities.
• Stay current on cybersecurity threats and SentinelOne platform; represent at events and partner offices.

Skills

Sales in cybersecurity

Prospecting & hunting

Closing $100K+ ACV

Channel partnerships

MEDDPICC

Executive-level communication

Sales tools proficiency

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

Clari

LinkedIn Sales Navigator

Outreach

Actively.ai

Job description

SentinelOne is seeking a Principal Account Executive, Commercial to own the largest strategic accounts in the cybersecurity sector. You will lead from the front, closing $100K+ ACV deals and managing a defined territory with enterprise-grade prospects. The role emphasizes building cross-functional teams, crafting territory plans, and developing partner networks to accelerate pipeline and revenue growth.

You will operate with C-level buyers and drive net-new logos. This U.S.